The Art of War in Negotiation

Name: The Art of War in Negotiation
ISBN: 9787229093525

武向阳Chongqing Publishing House · ChinaApr 2022

3.2

Word count: 169K words
Chapters: 25
ISBN: 9787229093525

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Summary

How do you turn a ruthless price-cutter into one of your own super channels, and transform a one-off deal into a steady, long-term business? When a buyer hesitates, how do you sharpen your sales skills so the customer simply cannot say NO? How do you break a deadlock, quickly resolve conflicts among shareholders, executives, and employees, and become a strong leader? When faced with difficult suppliers and channel partners, how do you secure enough cash flow to earn more profit for your company? Through analysis of a wealth of real-world cases, the author tightly integrates the traditional Chinese philosophical "way" of "thinking of benefit and extending it to others" with the Western "art" of advantage negotiation. Applying negotiation needs theory, the book moves beyond positions, probes motivations, sees through human nature, and creates the original "Negotiation 3.0 Thinking Model"—identifying the gaps between the interests of the parties involved, creating negotiating value, and thereby enabling each side to get what it needs and achieve win-win outcomes. The methods in this book have been shared live in more than a thousand training sessions and empirically tested by over ten thousand participants. Today they have all received the author's true transmission and are thriving in every industry.

Editor's review

Negotiation Strategies shifts negotiation away from the adversarial logic of "pressing for price cuts" toward an exploration of needs and motivations. Combining the Chinese idea of "thinking of benefit and extending it to others" with Western advantage negotiation methods, the author proposes the "Negotiation 3.0 Thinking Model," emphasizing going beyond surface positions and finding the gaps between parties' interests so as to create value and let each side get what it needs. Through analysis of a wealth of real-world cases, the book examines scenarios including sales, procurement, conflicts among shareholders and executives, and bargaining with suppliers and channel partners. It is suited to people who must repeatedly negotiate terms on the business front line. Its strength is not memorizing scripts but training a sequence of thinking: first look at needs, then discuss proposals. When reading, it is best to bring a specific negotiation you are currently handling and compare it against the text—first analyze the motivations behind the other side's position, then design exchangeable terms. For salespeople, procurement staff, entrepreneurs, and team managers, this is a practical reference to read and use along the way.

Who it's for

A good fit for

Sales, procurement, channel, and other business staff who frequently negotiate terms
Entrepreneurs and small business owners who must manage relationships with suppliers, shareholders, and partners
Team managers who need to resolve team conflicts and secure resources
Workplace professionals interested in negotiation methods who want to improve their business communication skills

Not a good fit for

Readers looking for strictly academic negotiation theory or experimental research
People who expect ready-to-use script templates and are unwilling to analyze the other side's needs
Readers in purely technical roles with little connection to business negotiation scenarios

Reading tips

Read the chapters on needs and motivations first to establish an analytical sequence of "look at interests first, then discuss terms."
Pick a real negotiation you have recently handled and, while reading, write down the other side's position, possible motivations, and exchangeable terms.
Read the sales and procurement chapters selectively according to your role, and immediately try one method in your next conversation after reading.
After finishing, summarize your own negotiation checklist on one page and go through it item by item before negotiating.

About the publisher

Chongqing Publishing House China · Founded in 1950

Chongqing Publishing House is a comprehensive publisher known for its titles in the humanities, social sciences, literature and arts, with about 940 books in its catalogue. Its publishing areas cover world history, science fiction, foreign literature, architecture and philosophy. Representative titles include Xiang Da's A History of Communications Between China and the West, Liang Sicheng's Rules of Qing-Style Construction, Liu Cixin's The Three-Body Problem II: The Dark Forest and III: Death's End, Ann Rand's The Fountainhead (25th Anniversary Edition), and Brandon Sanderson's Stormlight Archive series. Its authors include Xiang Da, Liu Cixin, Liang Sicheng and Ann Rand. The press has developed distinctive strengths in historical source editing, the introduction and creation of science fiction, the translation of foreign literature, and architecture and philosophy titles, balancing scholarly value with general readership. As public information is limited, this profile outlines its publishing directions based only on the books in the catalogue.

版权信息
推荐序Ⅰ 为中国人写的谈判书
推荐序Ⅱ 谈判力：商界领袖的“巧实力”
权威推荐
作者介绍中国最具实力的谈判策划专家
自序谈判，谋定而后动
第一部分思利及人谈判桌上的人性
第1章谈判需求理论他视如珍宝的，我弃如敝屣
第2章控制情绪在非理性的世界里理性地谈判
第3章创造价值在多方利益的间隙中闪转腾挪
第二部分谈判过程优势谈判，步步为“赢”
第4章谈判前的准备只花10%的时间，让成交在谈判前结束
第5章谈判开局互相试探，知己知彼
第6章谈判中局你来我往，进退有度
第7章谈判终局 —锤定音，绝对成交
第8章谈判后的工作再花10%的时间，锁定下一次成交
第三部分温柔的较量谈判桌上的“力量平衡法则”
第9章均势谈判让对手觉得他比你更有力量
第10章劣势谈判平衡竞技场，使自己越来越强大z
第11章强势谈判在你的地盘里操控他人
第四部分人群中的谈判人多“利”量大
第12章与不同的人谈判不同的对手，不同的竞技场
第13章谈判型组织谈判领袖是怎样炼成的？
后记爱，是要分享的
学员见证

FAQ

Can someone with no negotiation experience understand this book?

Yes. The book explains methods through cases, starting from needs analysis and distinguishing positions, so the threshold is not high. It is recommended to read the basic thinking model section first, then understand it in light of the cases. If you have no hands-on experience, you can first use the analytical framework in the book to observe business communication around you, then gradually apply it to actual negotiations.

What is the "Negotiation 3.0 Thinking Model" mainly about?

According to the book, it emphasizes going beyond surface positions, probing motivations and human nature, and identifying the gaps between the interests of the parties involved, thereby creating value and enabling each side to get what it needs. The core is not dividing the pie but first understanding what each party truly needs, then designing a proposal acceptable to multiple parties. Specific applications need to be understood in light of the cases in the book.

Are the methods in the book suitable for everyday workplace communication?

They are worth drawing on. The book's ideas about needs, motivations, and breaking deadlocks can be used in everyday scenarios such as securing resources and coordinating differences. However, the cases in the book are mostly concentrated in business negotiations involving sales, procurement, shareholders, and channels; in everyday communication, adjustments should be made according to the specific situation, and mechanical application is not advisable.

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About the author

武向阳 Author

Wu Xiangyang is a Chinese author of management books, about whom limited public information is available. His writing centers on negotiation and business leadership. Two of his works are currently known: The Art of Negotiation and Chief Negotiator: The Negotiation Path of a New Generation of Business Leaders. Judging from the titles and their management classification, he focuses on the application of negotiation strategies in business practice and on how a new generation of managers can strengthen their leadership through negotiation skills. Aimed at workplace and business readers, his books emphasize practical methods rather than theoretical exposition, seeking to connect negotiation techniques with strategic thinking and leadership development. As no biographical details have been made public, no speculation is offered here; readers may understand his general direction and areas of interest through the two works mentioned above.